Upselling and Cross-Selling

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Overcoming Roadblocks to Selling

Economists say your sales should be growing, but economists don't close deals--you... More

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What Matters Most in Selling: Personality or Sales Skills?

Economists say your sales should be growing, but economists don't close deals--you... More

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Why Smart Roofers Do Attic Inspections

If you don't currently do attic inspections as part of your process for selling roofing, read on. An attic inspection will not only yield important information about the state of the roof, it will also set your company apart from the competition. More

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Financing--It's Back

More money, new lenders, and relaxed credit standards revitalize the once-flagging market for home improvement financing. More

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Taking the Consultative Approach to Sales

Mike Damora doesn't sell jobs on the first visit. But he does successfully sell them--often upselling in the process. Find out how his consultative approach to selling can help you close far more business. More

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Liar Beware

You've probably heard the expression "buyers are liars," but maybe they act that way because they just don't know you. Get to know and compliment them if you really want to turn them into loyal, honest clients. More

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Why Some Salespeople Outsell Others

It's not the personality; it's certain behaviors or practices that create the top performers in home improvement sales. More

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How To Read Your Sales Prospect Just By Looking Around

Get to know the house, and the neigborhood, if you want to get some idea of what... More

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What Are Deceptive Sales and Marketing Practices?

REPLACEMENT CONTRACTOR online recently published an interview with Washington state assistant attorney general Jack Zurlini Jr. Mr. Zurlini has filed, so far, eight civil suits against home improvement companies, charging deceptive sales and marketing practices. We recently interviewed Dave Yoho of Dave Yoho Associates, a consultant with more than 60 years experience in the home improvement industry and the author of Why Buy Replacement Windows?, about the suits, their resolution, and the implications for home improvement companies. More

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Small Town Marketing Tactics In A Big Market cbtardcfwwbueawrytyd

Joe Percario, a third-generation business owner, is president of Joe Percario General Contractors, number 95 in this year's Replacement 100. The company is in its 57th year of doing business in northern New Jersey. More

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